Prepare with the whole picture
Arrive knowing the household, current cover, doctors and budget. Clients notice when they don’t have to repeat themselves.
Use plain language
Replace jargon with consequences: not “coinsurance”, but “after the deductible, you pay one-fifth of the bill”.
Clarity is a service. It is also what clients remember.
Compare in two years
Show a typical year and a harder year for each option. It reframes the conversation from price to protection.
Follow up with intention
- Send a one-page summary within a day
- Set a mid-year check-in
- Note supplemental needs for later
- Record what mattered most to the client